While the sales director and director of sales development positions share many of the same characteristics, there are a number of differences you should consider when pursuing a sales management career. Sales certainly involves development of new business; however, the sales director is interested in more immediate results, while sales professionals who direct development usually consider more long-term strategic outcomes.

Differences

The sales development director looks at long-term projections and creates strategies the sales team can incorporate to meet their goals. Sales development also directs much of its planning internally, projecting how growth affects the entire company. Sales directors, on the other hand, primarily oversee a sales staff and direct day-to-day operations. They provide quotas and guide the sales staff to meet those projections. Sales directors divide territories and assign sales reps to targeted markets to make presentations and close sales. Their primary objective is to increase profits for the company.

Similarities

The ultimate goal of both sales and development is to improve company finances and grow the business. These positions are oriented on service and consumer demands. Both focus on financial growth as well, but sales directors rely more on immediate returns to gauge their success, while development directors also include investments and long-term results in their reports. Both sales developers and sales directors interact with clients on some level. It’s the job of the sales development director to open the door for a relationship to ensue, while it’s the sales director’s job to pursue and maintain that relationship. Both efforts lead to increased sales.

Relationships

There is an integral relationship between the sales department and sales development. Sales directors hire, train and motivate a sales force to increase daily sales margins, but if the work isn’t part of an overall integrated strategy, it typically does not serve the company’s best interests because sales are not related to the total operations of the business. Sales are more consistent when driven by a logical strategic plan that includes compensation, training, product and service development and target marketing factors. Retention is higher when the frontline sales staff has clear directions with immediate and long-term goals.

Training

Sales directors and sales development professionals often share similar backgrounds. Florida Tech University Online explains that a sales development director, sometimes referred to as a business development manager, must be familiar with sales tactics, including prospecting, developing proposals, making presentations and meeting goals. Sales directors, often referred to as sales managers, most often are required to have a successful track record as a sales representative. A four-year business degree or an MBA can help you land a position as a development director, while success in the field usually trumps education when companies hire sales managers.

About the Author

Linda Ray is an award-winning journalist with more than 20 years reporting experience. She's covered business for newspapers and magazines, including the "Greenville News," "Success Magazine" and "American City Business Journals." Ray holds a journalism degree and teaches writing, career development and an FDIC course called "Money Smart."